In the Prospecting blog category you will find blog posts about prospecting. Don’s tips would include but may not limited to prospecting for new clients, leaning on your clients, researching for clients, how to ask for referrals, and more.

Acquiring Negotiating Skills Will Help You Open More Accounts

Don Connelly audio blog post

When a prospective client is trying to decide between you and the Advisor across the street, you need to make the case that you are the obvious choice and the prospective client has to agree with your conclusion.

The time will surely arise in your career when a client wants to move his or her account to another Advisor.

The time will surely arise in your career when a client feels she deserves a lower fee. The time will surely arise in your career when a client balks at a suggested course of action. The time may very well arise when a client decides to manage his account himself. All these issues must be resolved tactfully.

Any dialogue intended to reach an understanding is a negotiation and negotiating involves specific skills.

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Your Goal Today Is to Get an Appointment

Your Goal Today Is to Get an Appointment

What’s so magical about having goals? It’s not so much that we don’t achieve them. It’s that we too often conveniently forget we even have them. With or without goals, we still go in and chip away day after day. Not having goals is not going to cause us to skip a day. I work hard with or without goals. What’s the big deal?

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There Are Only Three Objections You Will Ever Get

Overcoming Objections - There are only three objections you will ever get

Generally speaking, there are only three objections you will ever hear: I don’t have any money, I already have an Advisor and a third catch-all category we’ll call “I’m not interested.” Obviously, there are many more objections, such as “I can get it cheaper elsewhere.” But those specific objections fall into the catch-all category. Telling you that a discount house is cheaper than you is a way of someone saying he or she is not interested.

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How Many Referrals Do You Give to People Who Call on You?

Do you give referrals to people who call on you and how many

Let’s discuss three issues. The first issue is reflected in the title. But let’s amend the question to read, ‘How many referrals have you given or will you give unless a friend asks you for one?’ The second issue is this: When is the last time you hired someone to do anything for you unless you got that person by asking someone for a name?

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Don’t Ask for Referrals. Ask for Advice

Don Connelly audio podcast

I have a suggestion for those Advisors who have a difficult time asking their clients for referrals. Ask them for their advice and/or help instead.

Explain to your clients that you like doing business with people just like them. You feel you could possibly do a better job of marketing yourself and you would like some advice.

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A Message for All Financial Advisors Struggling to Make It

A Message for All Financial Advisors - Nothing Happens Without an Appointment

We can debate this subject all day long, but it always comes down to one reason. The reason Advisors fail is that they don’t see enough people. Blame it on self-sabotage, blame it on a lack of initiative or blame it any of a hundred other reasons, but Advisors make their living knee-to-knee. If we’re not sitting in front of folks, we are unemployed.

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Do You Deserve Referrals?

Do You Deserve Referrals

Everybody wants referrals, but only those who are referable get them. What does it really mean to be referable? What does it mean to deserve referrals? It means more than being competent at your job. It means more than being great at what you do…

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